. . . (_puppet_girl_) wrote in social_psy,
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In the persuasion social psychology literature, authority is often talked about as a decision making heuristic (example: "hey, that guy has glasses, a lab coat, and a clipboard and is usually really big, technical sounding words, he definitely must know what he's talking about, and his product must be good...").

But does anyone know of any scholarly work that talks about the authority figure in more detail, specifically in the context of using the authority heuristic as a persuasion tool? Of course I'll be looking through psycinfo and other such journal databases, but does anyone know of any specific books, papers, authors off the top of their head that might be useful? (Empirical and theoretical works would be lovely, but no personal, untested theories/opinions please.) Thanks.


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